Trust is elusive, and it is one of most critical components of why people buy. Buyers must trust that what they are buying provides the expected value. However, trust plays a different role based on what the buyer is purchasing and how that purchase provides value. For example, when it comes to purchasing simple commodities value is often tangible and … Read More
Are You Selling to the Right Accounts?
An effective sales strategy starts with well defined segmentation of your current and target accounts. However, many companies struggle with defining the right criteria to build an effective account pipeline, which then significantly reduces the productivity of their entire sales process. This post will discuss three examples of how to qualify the accounts you decide to pursue; the existence of … Read More